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  • B2B LEAD BLOG  |  TUESDAY, FEBRUARY 26, 2013
    [Sales] Sales Operations Instant Lead Routing Technology Advances
    A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. About ReachForce.
  • SALES CHALLENGER  |  MONDAY, DECEMBER 23, 2013
    [Sales] The Challenger Sale: Mindset or Method?
    The research looks at the recent and rapid evolution of the traditional sales model and what corporate sales teams must do to win in this new environment. One recent question addressed the implementation of the Challenger sales model and asked if Challenger selling is more of a philosophy than a process or methodology. here ). 
  • B2B MARKETING BLOG  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] Inviting IT to the Sales & Marketing Table
    For years, we’ve helped B2B companies better align their sales and marketing teams. When both groups work toward a shared vision and similar objectives, they increase bottom-line performance with more efficient sales operations and profitable marketing activities. The sales team [.].
  • SALES CHALLENGER  |  MONDAY, JULY 22, 2013
    [Sales] Is Your Sales Process Hurting or Helping Reps?
    'In our last post from our series on Driving Sales Transformation , we discussed what sales organizations can do to allow reps to exercise judgment.  But, as we have previously argued , our research shows that activity-driven process adherence is standing in the way of reps adopting winning sales behaviors.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, APRIL 4, 2012
    [Sales] Why Sales Doesn’t Take Marketing’s Advice
    It’s a perennial complaint we hear from B2B marketers: “We did all this work to put together a great sales tool/piece of collateral/campaign, but Sales refuses to use it! In our research into Sales/Marketing alignment, we’ve noted two things: first, salespeople reject 80% of the tools Marketing creates for them.
  • LEAD VIEWS  |  SATURDAY, MARCH 20, 2010
    [Sales] Why Sales is from Mars & Marketing from Venus???
    At the recent IDC Directions 2010 conference - there was a lot of buzz about the Sales and Marketing disconnect in organizations and one of the phrases that caught my attention was - 'Sales is from Mars and Marketing from Venus'. Thinking deeper on this I realized that, maybe the title of John Gray's.
  • B2BMARKETINGSMARTS  |  WEDNESDAY, JANUARY 25, 2012
    [Sales] B2B marketing and sales is still about people.
    B2B marketing and sales is still about people. Lead Handling and Nurturing Sales and Marketing B2B Marketing SalesPaul Mosenson, President of NuSpark Marketing, is a very handy colleague to have. As a content aficionado, he frequently forwards valuable B2B marketing info that I might miss seeing otherwise. The 202 pages in [.]
  • FOLLOW THE LEAD  |  THURSDAY, DECEMBER 23, 2010
    [Sales] Three chronic b2b sales problems and how to correct them in 2011
    Sales & Marketing “50 Influential People in Sales Lead Management in 2010” Sales Lead Management Association SLMAEarlier this week we focused on b2b 2011 predictions. Today we are looking at three chronic b2b problems. Remedy: Significantly improve [.].
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 21, 2013
    [Sales] How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More
    CEOs need to look at the economics of competitive market dialogue holistically, with Marketing and Sales working together to walk customers and prospects through the buying cycle as economically as possible. A (relatively) small technology investment will help sales and event professionals work smarter. Invest in working smarter.
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] The 4 Biggest Trends in Sales Org Structures
    Sales leaders face a similar dilemma today. Many realize their sales organizational structure is out-of-date and needs to be modified (or in some cases completely overhauled) to better meet customers’ needs, drive continued internal efficiencies, and stay competitive in the market. The Buzz Sales Org Structures
  • FIFTH GEAR ANALYTICS  |  MONDAY, SEPTEMBER 20, 2010
    [Sales] Sales Enablement 101 – Getting Started.
    Simply put, Sales Enablement is about providing an organization’s sales force with the information needed to increase sales. Sales people need access to relevant information without having to open up a laptop, boot-up, sign in and spend a lot of time searching for the information they need.  Solidify a Sales Methodology.
  • SALES CHALLENGER  |  TUESDAY, FEBRUARY 25, 2014
    [Sales] Your Sales Training Is Falling Short
    'With the sales environment becoming more complex,  sales skills of the past are no longer sufficient. Building a successful  sales training  program is a top priority for every organization. To upskill reps on new skills, sales organizations need to find ways to make that training “stick” in the field.
  • ACQUIRING MINDS  |  FRIDAY, MARCH 12, 2010
    [Sales] Has Sales 2.0 crossed the chasm?
    Have Sales 2.0 Sales 2.0 Tags: Sales 2.0 tools crossed the chasm to the stage of the early majority? Do these low risk, user-friendly tools accelerate the adoption of technology? Conference Technology innovation cloud computing Bluewolf Crossing the Chasm Geoffrey Moore
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JANUARY 15, 2013
    [Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
    Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary.
  • FIFTH GEAR ANALYTICS  |  TUESDAY, OCTOBER 12, 2010
    [Sales] The 7 Features You Must Include in Your B2B Sales Playbook
    An effective B2B Sales Playbook can energize your sales team and make them more productive in closing new sales. The sales playbook is an important tool that Marketing often uses to provide invaluable marketing information and sales tips. Sales playbooks exist in many styles and forms. Keep it simple.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 4, 2012
    [Sales] MindMatrix Adds Sales Support to Marketing Automation
    The company’s justification for this claim is that it adds sales-marketing alignment to standard marketing automation features. Flows can be shared with sales users, with some or all features locked down to prevent unauthorized changes. This is happening to some extent, but not as quickly as I had expected. MindMatrix is one of them.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 15, 2012
    [Sales] Are Sales and Marketing Chatting Enough? [CHART]
    Collaboration between Sales and Marketing has never been accomplished simply by agreeing on lead criteria and definitions.  Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! Are Sales and Marketing Chatting Enough? Are you using social tools at your company? 
  • BUSINESS GROWTH DEVELOPMENT  |  TUESDAY, AUGUST 21, 2012
    [Sales] Solution Selling For Customers With The Challenger Sale
    In answers to this The Challenger Sale presents new concepts (backed by research) which are very interesting and offer insight into the potential of solution selling that businesses are just beginning to realise. This is where this sales and marketing journey has all been leading too, especially so for the complex sale. Sales
  • SOCIAL MARKETING FORUM  |  MONDAY, DECEMBER 13, 2010
    [Sales] Sales 2.0: Shortening Sales Cycles Means Focussing On The Social Buying Process
    Shortening the sales cycles is important because it leads to higher profit but also because sales cycles (certainly in B2B) appear to be longer than before. Research Sales B2B buying process George Silverman HubSpot OneSource Outsell Sales 2.0 sales cycles word-of-mouth
  • SALES CHALLENGER  |  TUESDAY, AUGUST 28, 2012
    [Sales] Salesforce Chatter: Bringing Social to Sales
    This is the fifth post in our series on sales organizations’ emerging use of social media as a channel for shaping demand.). The Buzz CRM Sales Technology Social MediaBy Miranda Weigler and Erin Frager. Anyone in a company that uses Salesforce is acquainted with ‘Chatter’, the social function enabled by the CRM software.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Top 12 Ways Sales Leverages the Internet
    It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. On average sales reps will spend 24.1% The important task of sales research.
  • BUSINESS GROWTH DEVELOPMENT  |  TUESDAY, AUGUST 21, 2012
    [Sales] Solution Selling For Customers With The Challenger Sale
    In answers to this The Challenger Sale presents new concepts (backed by research) which are very interesting and offer insight into the potential of solution selling that businesses are just beginning to realise. This is where this sales and marketing journey has all been leading too, especially so for the complex sale. Sales
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 16, 2012
    [Sales] A Missed Week, but alot to cover…on Sales Leadership
    Sales & Marketing : “why can’t we all get alone”. presented the last topic and had some fun with how sales and marketing must work together as well as metrics to measure sales/marketing effectiveness and performing a competitive analysis. A Missed Week-But A lot to Cover. I apologize to my many frequent readers. 3f4qb8v9ge.
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 24, 2013
    [Sales] Create an Unstoppable B2B Sales Machine – Part 1
    But we don’t conduct marketing in a vacuum, and even if you stay strictly on the marketing side of the fence, it is a good idea to understand what your colleagues in sales are experiencing. After all, our main purpose is to create the foundation to enable our colleagues in sales to make their target numbers—or even exceed them!
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 14, 2011
    [Sales] Sales Leadership: 10 Sales Kick-off Idea’s
    Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s. While working with a client last week it became obvious that we are moving into the time to  prepare 2012 budgets, new compensation plans and something most sales manager’s don’t take enough time in developing;  their 2012 Sales Kick Off meeting.  .
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
  • SALES CHALLENGER  |  TUESDAY, JUNE 25, 2013
    [Sales] Does Sales Have an Image Problem?
    'In our last post we explored the idea of looking outside of traditional sales talent pools to source a higher number of Challenger reps. candidates with no prior sales experience) presents new challenges for sales organizations. But, first and foremost, we must ask whether or not these people want to work in sales?
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 19, 2011
    [Sales] My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz
    In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. How could a subject as well-documented as sales be given a fresh perspective? I have never heard a sales course talk about aspirations before.)
  • SALES CHALLENGER  |  MONDAY, FEBRUARY 17, 2014
    [Sales] One Way to Take Control of Price-Driven Sales
    'Recent shifts in customer buying behavior still have suppliers playing a seemingly endless game of catch up with buyers as they try to manage the ongoing implications these changes have on B2B sales. Also visit our  Challenger Selling and Taking Control resources to learn more about how you can arm your sales force to challenge customers.
  • LEAD VIEWS  |  THURSDAY, JULY 8, 2010
    [Sales] Why ‘Sales Ready’ is Important in Lead Generation Equation
    Ask Marketing folks what ’sales ready Leads’ really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead ’sales ready’ Perhaps this is the single most important factor contributing to the great sales & marketing divide.
  • VIEWPOINT  |  THURSDAY, AUGUST 21, 2014
    [Sales] It’s All About the People: A Review of "Never Be Closing"
    Sales Process Sales & Marketing Management 'I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Now, with that said, why should YOU read the book?
  • SALES CHALLENGER  |  MONDAY, MAY 12, 2014
    [Sales] The 2 Types of Sales Effectiveness Functions
    'We recently had a member come to us hoping to better understand what the “typical” responsibilities of a sales force effectiveness function are. As you can see from the survey results, the data doesn’t point to one particular activity that is a “must do” for every sales force effectiveness function.
  • SALES CHALLENGER  |  TUESDAY, AUGUST 21, 2012
    [Sales] Are Your Sales People in the Right Roles?
    In order to be most productive, sales people need to know what is expected of them in their role and what exactly they are going to be doing. As each competency was clearly defined and supported by a system for measurement, individuals were more accurately placed in the right job, improving overall sales productivity and performance.
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 30, 2012
    [Sales] Why Short Sales Cycles are Overrated
    If you type “shorten the sales cycle” into Google you get over 200,000 hits with tips and tricks to get customers to close faster. But I will argue that a shorter sales cycle actually shouldn’t be your goal. realize this may cause your sales metric dashboard to implode, so let me explain. From contact to close in 2 weeks!”). 
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, SEPTEMBER 7, 2012
    [Sales] The 4 Things I Never Want to Hear on a Sales Call
    by Melissa Madian | Tweet this I’m a sales person’s worst nightmare. It’s my job to research new selling techniques, dissect sales processes, and apply the techniques so our sales team can sell more, sell better and sell faster. So I’m sharing tips on what I never want to hear on a sales call.
  • THE CRAP REPORT  |  FRIDAY, FEBRUARY 12, 2010
    [Sales] Greasing Marketing and Sales
    HubSpot’s blog featured a guest entry yesterday from Sales 2.0 CEO Nigel Edelshain, entitled “ What the Heck is Sales 2.0 (& Why Should I Care)? ”  Nigel, as I found out in the article, is the man who coined the term “Sales 2.0:”. Sales 2.0 is about sales people using Web 2.0
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 15, 2011
    [Sales] Do You Expect Your Inside Sales Team to Practice Alchemy?
    Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Unless you want your inside sales professionals to be mere data entry clerks, test your lists! My team did.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 9, 2013
    [Sales] 7 Keys to Lead Scoring Success in Sales Lead Generation
    This important need is why the sales lead generation company Find New Customers created the “7 Keys” series of content – simple and quick reads giving you great marketing tips to help you fill sales funnels. Only by combining both factors can you send truly qualified leads to sales. With lead scoring.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 18, 2012
    [Sales] Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment
    hope the answers will help you solve specific challenges in defining qualified leads, nurturing them, and aligning your sales and marketing teams. A: A qualified lead fulfills the ULD established by you and your sales team. qualified lead is ready to talk to Sales; an inquiry is not. Aligning marketing and sales teams.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 4, 2011
    [Sales] Why Social Media is Important to the Sales Process.
    Sales Intelligence Social Selling uncategorized Microsoft Dynamics Sales 2.0 jigsaw oracle oracle crm on demand google twitter netsuite social media social intelligence linkedin B2B Sales Data customer 2.0 social selling b2b sales cso bloggingThe growing popularity of sites like Facebook, Twitter [.]. Enterprise 2.0
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, NOVEMBER 10, 2013
    [Sales] How Marketing Teams Can Support Their Sales Reps’ Good Habits [Infographic]
    But let’s take a moment to honor the sales rep: The deal closer; the revenue generator — without whom we wouldn’t have customers to serve and enable. One of the many hats marketers should be wearing is the enabler to the sales rep. Brainshark broke the habits of a sales rep down in its 2013 State of the Sales Rep report.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MAY 7, 2013
    [Sales] 3 Ways Social Media can Boost Sales Success
    Facebook Lead Generation Lead Nurturing People Sales Social Business Intelligence Social Media Social Networking Strategy Thought Leadership Twitter. But a new RAIN Group report proves otherwise and shows that sales people that truly “connect” with buyers in this “always on” environment we live in to win more often.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 29, 2011
    [Sales] 7 Personality Traits of Top Salespeople – from Harvard Business Review
    The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting. With my background in sales, I relate to the personality traits that made me so successful in winning business. Sales Expert Jill Konrath. Modest salespeople work well on modern sales teams.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 21, 2014
    [Sales] Partner Hiring and Training
    At the Summit, as you walk the Exhibit Hall looking for new business opportunities and when talking to existing or new potential vendors, look beyond the sales stories and investigate new partner onboarding programs. The various tracks cover technology, but also leadership, sales and marketing topics. for the first time sales manager.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, FEBRUARY 26, 2013
    [Sales] Salespeople: Expand Your Reach and Your Income
    As a sales manager you must not only educate your team on this, but monitor your team’s actual activity. Send them interesting sales ideas you have picked up via email (hint: this blogJ), send them a sales book, and work to find a lead for them-it must be a win-win situation.  Sales Leadership Training Sales Training
  • SALES CHALLENGER  |  TUESDAY, DECEMBER 11, 2012
    [Sales] The Last 5 Trends Every Sales Exec Should Know for 2013
    Early sales stages get an overhaul. Keeping in line with our research underlying the importance of teaching insights to customers, the sales process must evolve. Most organizations have a sales process oriented to identification of needs and alignment of solutions to those needs. Your customer becomes your biggest competition.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 24, 2012
    [Sales] Does Challenger Confuse Marketing with Sales?
    Some of the sharper criticism we’ve seen of the Challenger approach stems from observations that the guidance we offer confuses marketing with sales. The job of sales is to drive those leads through to conversion.  The best sales reps, it turns out, are just as good at marketing as they are at selling. spams” their network).
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 16, 2013
    [Sales] B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment
    'Tweet “One of the most important things you can do for your sales team is to generate qualified sales,” Kelly Harman, Vice President, Marketing, Carousel Industries, said at B2B Summit 2012. In this video excerpt from Harman’s presentation, learn how her team began their efforts by walking in Sales’ shoes.
  • MARKETING LEADERSHIP COUNCIL   |  TUESDAY, DECEMBER 13, 2011
    [Sales] 10 Sales Trends for 2012
    (the following is a guest post from Nick Toman, head of the Sales Executive Council, our sister program for heads of sales. It originally appeared on their blog, T he Sales Challenger.). Customers increasingly don’t need Sales’ help or expertise. Leading sales organizations will find ways to shape customer demand.
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Sales] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    'In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 30, 2012
    [Sales] Sales Leadership: Impacting Your 2013 Revenue
    Sales Leadership: Impacting Your 2013 Revenue. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team. Third, assess your current sales team.  This becomes the key starting point.
  • SALES CHALLENGER  |  TUESDAY, NOVEMBER 15, 2011
    [Sales] The Secret to Professionalizing the Sales Force
    It’s a common refrain heard from both global Sales leaders and L&D professionals at the moment: Sales talent development efforts have been too ad hoc for too long, and it is time to seriously re-evaluate how we can best “professionalize” the sales organization in the face of a rapidly changing sales environment.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 25, 2010
    [Sales] Sales Leadership: The importance of a 2011 Sales Kickoff Meeting
    Sales Leadership: The Importance of a 2011 Sales Kick Off Meeting. Perhaps 2010 was great year for your sales team or perhaps it was a struggle and a disappointment. In either case starting to plan your 2011 sales kickoff event is an important action during November. You could tie the theme into your #3 sales contest. 
  • STORIES THAT SELL  |  TUESDAY, AUGUST 10, 2010
    [Sales] Customer References Trim the Sales Cycle
    Customer case studies pull major weight among your marketing and sales materials. References are so valuable that a strong one can actually shorten the sales cycle. Even more impressive is just how much references mean to buyers – so much that sales reps may be able to bypass other steps in the process.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 30, 2012
    [Sales] The Future of Your Sales Team
    The Future of Your Sales Team      . This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. If Jonathan is right, your current sales process, current sales team and management systems will begin to change over the next 18-24 months.  
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, MAY 30, 2012
    [Sales] Sales Leadership: Compensation and Summer Fun
    Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. Are all sales executives on an equal basis for the contest? 
  • B2B LEAD GENERATION BLOG  |  THURSDAY, SEPTEMBER 1, 2011
    [Sales] Webinar Replay: Six Funnel Focal Points to Finish 2011 Strong – Part I
    Tweet If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I , you found out that even though the end of the year is less than 125 days away, there’s plenty of time to drive more opportunity through your sales funnel and to the bottom line. CDT, noon EDT. Review these timestamps.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 24, 2013
    [Sales] Drive Inbound Leads with B2B Marketing Sales Leads
    'B2B Marketing Sales Leads uses a simple “hub and spoke” approach to grow your marketing database with qualified sales leads. They are marketing qualified sales leads for you to nurture and score. The post Drive Inbound Leads with B2B Marketing Sales Leads appeared first on Fearless Competitor.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 23, 2012
    [Sales] 3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”
    Marketing says “tomato”, and sales says, “Give me more leads.” Having served on both sides, I have a unique understanding of what goes on inside the head of a marketer and inside the head of a sales rep (*shudder!*) Sales is measured on hitting a revenue target. Metrics. And therein lies the disconnect.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 16, 2013
    [Sales] Increase Inside Sales’ Output With Automation
    'We recently had a member come to us looking to improve the efficiency of their rapidly expanding inside sales force. Automation can be installed at different junctures of the sales machine. From marketing and lead generation and tracking to physically dialing customers, automation can help increase the efficiency of the sales process.
  • THE EFFECTIVE MARKETER  |  TUESDAY, JUNE 26, 2012
    [Sales] How to Get Sales and Marketing on the Same Page
    Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. This is a guest post by Brad Shorr. Work On It.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 23, 2012
    [Sales] A Sales Manager’s Recipe: What is Cooking in 2012
    A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  Become a Detective : In sales management workshops we always talk about “inspect what you expect”.  Acumen Management Group Ltd.
  • FOLLOW THE LEAD  |  THURSDAY, SEPTEMBER 23, 2010
    [Sales] Flip the sales funnel using social media
    Tags: Sales & Marketing Flipping the Funnel FreshNetworks Joseph Jaffe Simon Phillips
  • BIZNOLOGY  |  THURSDAY, OCTOBER 24, 2013
    [Sales] 3 Tips to Help Content Marketers Understand Sales Cycles
    Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s What’s a sales cycle, you ask? Understanding Sales Cycles. Once your buyers are segmented, you can then assign various sales cycles. Mid-market.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 18, 2014
    [Sales] Sales and Marketing Plans Need to be Aligned
    'As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are doing: driving to a common goal and reaching agreed-upon revenue targets. This means that sales reps will talk to 8.5
  • FEARLESS COMPETITOR  |  MONDAY, JULY 11, 2011
    [Sales] Good news/bad news in BtoB sales
    Jim’s point – Doing what we did in the past will not improve sales performance. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. According to CSO Insights. the following statistics were just released.
  • MARKETING GENIUS BLOG  |  THURSDAY, JULY 21, 2011
    [Sales] Bootstrapping Your Sales and Marketing: Part 2
    Last week I gave my 5 tips for bootstrapping sales and marketing for small businesses. Regardless of the fact that you will be “pounding the pavement&# , you will need to keep a record of your prospective customer interactions and sales pipeline from those interactions. best practices marketing sales Small business
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Sales] Why Sales needs Content Marketing and Marketing Automation
    B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Sales Scenario 1: Without content marketing and marketing automation. Sally sends an email.
  • THE ROI GUY  |  FRIDAY, MAY 25, 2012
    [Sales] Sales Enablement Gets Sirius
    Some of m y favorite sessions at the event were about sales enablement – where the current practices are, and how they can be improved to drive sales productivity (efficiency and effectiveness). To make them more competitive – Executives don’t want a sales pitch. The #1 reason sales does not make quota?
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 29, 2010
    [Sales] Thought Leadership Interview #5 – Sales Visionary Sharon Drew Morgan
    In this interview she shares the real reasons why buyers don’t make the expected buying decisions, and how sales people can help potential buyers make good buying decisions much faster than as is typical. have been writing books on Buying Facilitation(R) since my first book came out in 1992 (Sales on the Line). Why not? Imagine!
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, JULY 2, 2012
    [Sales] How Manufacturers Use 3D CAD Models and 2D CAD Drawings as Sales Enablers
    Inbound marketing tactics such as SEO and other content marketing strategies do fill the top of their sales funnel. That’s why I like to call them “sales enablers.”. Overall, I think 3D CAD models and 2D drawings are extremely effective in generating more sales-ready leads for manufacturers and industrial distributors.
  • FOLLOW THE LEAD  |  TUESDAY, JANUARY 18, 2011
    [Sales] What b2b sales reps need to know about Twitter
    Sales & Marketing Career Enlightenment Joshua Waldman Twitter TwitterholicTwitterholic. It sounds like an apt term to describe someone who is addicted to posting his or her thoughts on the microblogging service, which allows people to post comments in 140 characters or less.
  • FOLLOW THE LEAD  |  TUESDAY, SEPTEMBER 28, 2010
    [Sales] ‘Sarketing,’ or when sales and marketing are in sync
    Guest Blog | Michael Byers The stories of sales and marketing departments being stuck in silos and disjointed in their objectives are rife and many consultants have become wealthy trying to correct the problem, often to no avail. Tags: Sales & Marketing Michael Byers Sarketing The Byers Group
  • GREAT B2B MARKETING  |  TUESDAY, JULY 26, 2011
    [Sales] Where to Find B2B Sales Leads
    The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. Technorati Tags: B2B Leads , Lead Generation , Sales Leads. B2B Leads Lead Generation Sales leads Sales LeadsLet’s start with direct marketing methods.
  • SALES CHALLENGER  |  WEDNESDAY, MARCH 21, 2012
    [Sales] Get More ROI With These Six Steps
    We see it play out again and again across all parts of a sales organization – whether we’re developing or cascading sales strategies, selecting metrics , creating new sales tools , or building training.  Sales Insights Sales ToolsAnd because of that, we often end up building solutions to the wrong problem. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 28, 2013
    [Sales] 3 Steps that Helped Skyline Exhibits Increase New Product Sales by 18%
    Increased sales from new products from 6% to 24%. Total sales in 2012 grew 6% compared to the 2.1% This is evident in results, which are moving Skyline ahead of the competition by increasing product sales by 18% and exceeding projected industry growth by approximately 4%. They do research. Competitors’ products perform.
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 9, 2012
    [Sales] The Single Most Important Question for the Challenger Sale
    Here at CEB’s Sales Executive Council we are both excited and humbled by the global excitement for our research profiled in The Challenger Sale.  It’s very likely that the best sales professionals have effectively sold this way for years.  Challenger reps are not the silver bullet to every possible sales scenario. 
  • LOOPFUSE  |  TUESDAY, SEPTEMBER 6, 2011
    [Sales] Marketing automation is key to SaaS sales success
    CRM Integration Customer Acquisition Salesforce.com Marketing Automation saas SalesIf you run a software-as-a-service (SaaS) business or happen to be the Vice President of Marketing at one, you need to have marketing automation in place. Why you may ask?
  • HUBSPOT  |  TUESDAY, OCTOBER 22, 2013
    [Sales] The Essential Best Practices to Successfully Prospect Inbound Leads
    'This post originally appeared on Inbound Sales , a new section of Inbound Hub. In the span of a few weeks, a single sales rep will contact me four or five times. We help companies streamline their sales process and decrease sales cycles by a factor of 40%. Inbound leads are further down the sales funnel. Really?".
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 4, 2012
    [Sales] 4 Ways to Free Your Sales Team
    But if you work in marketing, there’s a good chance sales enablement will cross your mind. More precisely, you want to know how to free your sales team to win over leads. In that spirit, we present four ways you can help free your sales reps. Do you make it easy for sales to use it? Load Content Into Email Templates.
  • WINDMILL NETWORKING  |  MONDAY, AUGUST 11, 2014
    [Sales] Social Sales Require More Than One-Click Engagements
    Social Sales Require More Than One-Click Engagements by Craig Jamieson - Maximize Social Business. by Stephen Lahey Related Stories Connecting with a Purpose and a Plan for Social Sales Social Listening is Like Sonar for Salespeople In Sales, Which is More Valuable, Your Brand or Your Accounts? Social Sales
  • YOUR SALES MANAGEMENT GURU  |  FRIDAY, OCTOBER 8, 2010
    [Sales] Know Your Competition-Sales Management
    Strategic sales managers know they must be creative when it comes to developing a sales strategy. With fewer opportunities in most pipelines these days, salesforce management is increasingly focused on executing brilliantly on each and every sales opportunity.  . Certainly, this number can vary. Move up and move ahead!
  • CONVERSIONATION  |  THURSDAY, JULY 21, 2011
    [Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
    In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, AUGUST 26, 2009
    [Sales] Sales Enablement: A Key Goal of B2B Marketers
    As B2B marketers , many of us have mainly focused on lead flow to sales as our key driver. Lead flow is definitely an important and vital part of good B2B marketing and sales alignment, but it is not the only area that should be focused on.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 6, 2014
    [Sales] When Sales “Intelligence” is Actually Sales Interruption
    'Author: Michael Berger There are many sales intelligence tools in the marketing automation space, all touting to help sales’ productivity by providing insight into buying behavior and helping sales to identify the hottest leads. In other words, they harm sales productivity. Marketing Automation Sales
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 30, 2013
    [Sales] How to Practice Sales Enablement That Helps Reps Rock
    'by Amanda Batista | Tweet this Raise your hands if you’ve ever been on the receiving end of a terrible sales call! Marketing also has an integral role in the success of sales. Sales enablement stems beyond technology portals to provide reps with appropriate content based on campaigns or personas. Now, let’s all do the wave.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  MONDAY, JUNE 23, 2014
    [Sales] Dealing With the "Current Vendor" Sales Objection
    'Here''s a typical exchange between a prospect and a salesperson when this common sales objection is raised: Prospect: "We''re already working with xyz firm.". Sales Objections Seller: "Oh. How are they doing for you?". Prospect : "They''re okay.". Seller: "What will it take to get you to switch?". Prospect: "We''re not interested."
  • FUNNEL FOCUS  |  THURSDAY, JANUARY 6, 2011
    [Sales] 5 Ways to Prevent Sales Funnel Leakage with Marketing Automation
    In the b2b world of long sales cycles involving multiple decision-makers and influencers, sales funnel leakage is one of the most challenging issues Sales and Marketing face. It occurs when Marketing Qualified Leads are passed to Sales but do not actively enter the sales cycle, and as a result, fall out of the funnel.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 2, 2011
    [Sales] What Sales Really Needs from Marketing
    B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Sales is poorly equipped to deal with this reality. What does Sales really need to be effective? Why does sales need help from marketing? Sales tools.
  • SALES CHALLENGER  |  MONDAY, AUGUST 5, 2013
    [Sales] Does Sales Need to Become More Professional?
    'In our last post on hiring, I tackled the question of whether or not sales has an image problem. Our research from this year’s study on Driving Sales Transformation found that many prospective job candidates were not attracted to sales jobs. They found that 0% of surveyed students had any interest in sales careers.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 31, 2011
    [Sales] Sales Leadership: Making Monday’s Marvelous
    Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager.  If you have a Monday morning sales meeting, be prepared.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, APRIL 22, 2012
    [Sales] Using Klout and social scoring for sales and marketing teams
    It was illustrative that 80% of the top influencers where in no way associated with PR, sales, service, or marketing. This led to a lively discussion about further training and how some of the key ideas from Return On Influence could be incorporated into basic sales best practices. You mean they are representing our company?”
  • LEAD VIEWS  |  WEDNESDAY, NOVEMBER 10, 2010
    [Sales] Why Every B2B Company Needs Sales Analytics
    To reduce this information asymmetry there is a need for Sales teams to be aware of all the activities that the prospects are doing on the site. What you need in a B2B environment is a system that can talk to both Sales and Marketing. Here are some of the features that any Sales Analytics tool you choose to buy should have.
  • SALES LEAD INSIGHTS  |  THURSDAY, NOVEMBER 12, 2009
    [Sales] The Top People in Sales Lead Management in 2009: Friday, November 13th is Your Last Chance to Vote!
    Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th. Both members and non-members can vote. Thanks much!
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 11, 2011
    [Sales] B2B Sales – A Whole New World
    B2B Sales and Marketing: my, how the world changed. Listen to the Focus.com B2B Sales Roundtable here. Focus.com hosted another great roundtable on B2B sales with three top sales experts. Sales 101 does not get the job done anymore. The basic sales call, understanding needs, writing a proposal is not enough.
  • VISIONEDGE  |  TUESDAY, MAY 20, 2014
    [Sales] Craft a Killer Sales Playbook
    'The Sales Playbook, Defined. sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The outcome?
  • STORIES THAT SELL  |  THURSDAY, FEBRUARY 10, 2011
    [Sales] 8 Traits of Sales-Win Stories
    Savvy sales teams share customer success stories to move prospects further toward a purchase decision. But customer case studies aren't the only type of story that can help a rep close a sale. Many companies create sales-win success stories to document what was behind a particular sale. Who did sales reps talk to?
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest. 
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest. 
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